October 1989 (Revised November 2006)
Background Note
HBS Case Collection

Deployment, Focus, and Measuring Effectiveness

Format:Print
| Pages:6

Abstract

Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts.

Keywords

Performance Effectiveness; Sales; Marketing

Citation

Cespedes, Frank V. "Deployment, Focus, and Measuring Effectiveness." Harvard Business School Background Note 590-044, October 1989. (Revised November 2006.)